Sales Representative

We are an Equal Opportunity Employer. We consider applications for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status.

Drug tests will be required of all applicants as a requirement of employment. Proof of eligibility to work in the United States is also required.

Role Scope:

The Account Manager, Hybrid position is a critical connection between Skeff Distributing sales personnel and our valued customers. This position is vital to utilizing the technology available via LOLA, ABIQ etc. and assisting in the sell in of new items/trends that will be crucial to the long-term success of these customers. It will also ensure that our sales personnel are focusing on those objectives outlined each month to drive success for retail customers and Skeff Distributing.

Duties and Responsibilities:

1. Managing Selling using Mobility Sales Tools

• Monthly Objectives as established by AB and Sales Managers
• Sell in new brands and packages to achieve distribution objectives.
• Order inventory correctly to eliminate Out-of-Stocks.
• Submit work orders through Mobility for:
• Ensure KARMA surveys for Taps, Sampling and Friday Market Plans are completed.
• Utilize Go Spot Check surveys to ensure execution at retail.
• Utilize LOLA, ABIQ, BIR and other reports to drive business results.

• By channel and by month in accordance with A-B guidelines.
• Review LOL results following each market visit.

• Identify opportunities in markets/accounts (displays, placements, POCM, etc.).
  • Competitive activity (pricing, brand positioning, new products, etc.).
  • Create a plan to obtain monthly objectives in each account each week.
    • Account plan by segment (KPIs, POD, KAM/National Accounts, POCM).
    • Measure objectives completed using M360 and KARMA.
    • Ensure new and existing accounts are opened, maintained, and classified correctly (BUD classification, on-, or off-premise, account contacts, etc.).
    
    
  • Execution of A-B market plans and route level objectives.
  • Ensure that the correct SKUs are available in each account whether single brand sell in or multiple package distribution behind major brands are required.
  • Knowledge of wholesaler SKUs in inventory.
  • Knowledge of discount scenarios by brands and packages.

• Manage all activities in a retail account in accordance with IL law.
• Customer 1st in all dealings.
• Build and leverage relationships.
• Night Calls, promotions and samplings executed on and off premise.
• Special Event Management.
• Managing POCM in an account in accordance with IL law (temporary and permanent).
• Updating POCM placements monthly in accordance with AB guidelines

• Communicate all pertinent account information with all departments (Admin, Delivery, Sales, Warehouse, Merchandisers, and Sign Shop) and retailers:
• Out-of-Code,
• Out-of-Stock,
• Close-to-Code,
• Displays,
• Sampling,
• special event equipment and delivery
• account setup and changes,
• inventory changes,
• package placement location,
• Communicate all on-premise activations and special event activity info (location, specials/brands, time, date, etc.) to Communications Manager to blog/post to social media sites.

• Complete ABU BREW U required training and certification annually.
• Continuous training through other resources if necessary.
• Understand price markups/margins for PTC and PTR.
• Knowledge of all supplier code date systems (Best by vs. Julian date).

• Email
• iPhone, iPad
• Google Drive
• A-B Marketing
• M 360
• VIP Sales App
• Microsoft Office Suite of Programs
• KARMA
• Big Tin Can
• Go Spot Check
• Docs to Go.
• Social Media

Minimum Knowledge, Skills and Abilities Required:

• College degree preferred or 3-5 years of industry experience.
• Beverage sales experience preferred.
• Ability to demonstrate effective computer skills.
  • Proficient with Microsoft Office Suite
    • Word
    • Excel
    • PowerPoint
    
    
  • Proficient with VIP, IDIG reporting tool software.
  
  
• Must be highly organized with the ability to work efficiently and to set priorities.

• Ability to communicate, both oral and written to a diverse group of external and internal customers
• Must have a valid Driver’s License with a driving record acceptable to Skeff Distributing Company’s insurance carrier.
• Must have completed AB Draught training and be able to fix draught issues at retail as well as draught issues on trailers at special events.
• Must be able to pass all random substance exams.